Kelley Robertson
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14 Things Sales People Should Never Stop Doing
Selling for a living is challenging. There are many highs and frequent lows. Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career. If you are serious about maintaining a long-term career and increasing your sales, here are 14 things you should never stop doing. If by chance, you havenât started doing some of these, I suggest that you do startâ¦the sooner, the better. 1. Prospe
June 29, 2011
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14 Signs You are a Sales Zombie
A recent editorâs note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people I have encountered over the years who could be classified as zombies, too. Here are 14 signs that you might be turning into a sales zombie. 1. You no longer ask high-value qualifying questions. Asking questions takes too long and youâd rather spend your time talking abou
June 21, 2011
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Have You Got the Courage to Ask?
During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues...they ask. If you want to increase your sales and grow your business you need to develop the ability and skill to ask for a variety of things. Ask more qualifying questionsrnI know you probably think you ask enough questions but Iâll challenge you on this because most of the sales people I encounter donât ask nearly enough good qualifying q
May 20, 2011
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Are Minorities Ruling Your Sales Decisions?
The Canadian Broadcast Standards Council (CBSC) recently banned radio stations from playing âMoney for Nothingâ by Dire Straits after it received a SINGLE complaint from a âminority group about the use of the word âfaggotâ in the song. People who are familiar with the song know that it was inspired when Mark Knopfler overheard a conversation between two blue collar people in an appliance store as they watched a music video and one of them used the word âfaggotâ
May 17, 2011
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Sales Prospecting Best Practices
Prospecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people donât invest enough time to this integral sales strategy. Part of the problem is that very few companies teach sales reps how to prospect. Here are five prospecting best practices for you to consider. Allot a specific amount of time every day/week or month.rnWhen my wife first started her software training busin
April 28, 2011
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How to Create and Deliver a Killer Sales Presentation
Everyone who sells a product or service is required to deliver a sales presentation from time to time. Whether itâs an informal presentation to one over coffee or a formal presentation to a group of decision makers, these sales presentations can make or break your ability to move the sales process forward and increase your sales. Here are 7 strategies that will help you deliver a killer sales presentation, every time. 1. Start with a brief summary of the other personâs si
April 19, 2011
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6 Fatal Email Mistakes That Cost You Money
Email is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be. Most sales people and small business owners make a variety of mistakes that prevent them from increasing their sales when using email to grow their business. Here are the top six mistakes they make that cost them money. Mistake 1âPoor subject linernNever, ever reference your company name in a prospecting email. Thatâs the fastest way to make sure it doesnât get read
April 17, 2011
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How to Increase Your Sales By Asking
Too many sales people donât ask for the things they need or that could help them increase their sales and grow their business. Developing the confidence and ability to ask for the things you need is an essential sales skill. Here are twelve situations that sales (and business) people need to summon up the courage to ask. 1. Ask for help. First and foremost, if you need help it is essential that you ask. Ask the top sales person in your company for ideas, advice and feedback
April 11, 2011
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Increase Your Sales By Avoiding These Lame Sales Questions
During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, âWhen Iâm talking to a new prospect I like to ask, âWhat do you know about us?â An uncontrollable groan escaped when I heard this. But it got me thinking, what other lame questions do sales people ask? Here are a few that Iâve heard over the years and still co
March 30, 2011
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23 Penetrating Sales Questions You Need to Start Asking
A couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoidâ. It generated some interesting comments and one reader asked, âWhat questions should I be asking?â What ARE the questions sales people should be asking to increase their sales and improve their results? Certainly this depends on your industry and/or product(s). However, there are many questions that are generic in nature or that can be easily modified to your specific sales environment. He
March 26, 2011
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17 Best Practices of Top Performing Sales People
Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, itâs because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.rn1. They set HIGH TARGETS and goals. Top performers donât wait for their manager to issue an annual or quarterly quota. They set their own goals that are usually more ambitious than the corporate targets. 2. They carefully PLAN their qu
March 14, 2011
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10 Thing Sales People Need to Know About C-Level Decision Makers
Selling to high-level decision makers is challenging at the best of times. However, it can be easier if you understand a few business principles. C-level decision makers are paid to improve their business results. Regardless of how the media portrays these executives, their primary concern is to improve their business. This includes increasing sales, market share, customer loyalty; reducing costs, errors, or employee turnover; improving productivity, employee engagement, cust
February 28, 2011